Prices include a welcome breakfast, 2 course lunch and refreshments throughout the day.

CPD Hours: 6

Overview:

Specification selling has become an extremely complex process with many influences on final product selection. The company which understands who the different influencers are, what is important to them and the circumstances when they are most important has the greatest chance of sales success.

To maintain or improve market share and profitability manufacturers need to create demand for their products by working with specifiers.

Today this is a complex process involving the contractor as well as various professionals, with the use of tools such as CPD seminars and BIM influencing the outcome. Projects also need to be monitored from conception through to completion, which can take 18 months or more.

This course examines the market dynamics which influence decision making and the specification process itself. It proposes methods of working with specifiers, contractors and distributors and suggests methods to manage the process.

This programme has helped many manufacturers and their sales teams to improve their effectiveness in specification sales activity and gain competitive advantage over their competitors. It provides practical advice at a sales level, suitable for both those new to this environment and as a refresher for the experienced sales person. It also helps those in marketing to understand what support the sales team needs and how to use this effectively.

Once training places are booked it is not possible to refund a fee as a result of non-attendance.

We reserves the right to cancel a training course. In the event of this every effort will be made to run the course on an alternative date / location. Should it not be possible for a delegate to attend with these revised arrangements a full refund of the course fee will be made.

Learning Outcomes

Understand the impact of market influences

Recognise the different contracts used and their impact on decision making

Know different decision makers and how they influence specification

Effectively use the different sales tools available

Develop personal strategies to manage the process

6 Hours CPD

This course is suitable for those in marketing or sales management responsible for developing and implementing strategy as well as the salesmen calling on architects, engineers and contractors. Suitable for both those new to this environment and as a refresher for the experienced sales person. It also helps those in marketing to understand what support the sales team needs and how to use this effectively.